Find My Catalyst Podcast

Masterminds - Time to Invest In Yourself With Others Mike and Jody are joined by Dan Cockerell as they discuss the benefits of attending a Mastermind. Questions Answered: What were some moments from the Mastermind that struck you? What is the benefit of a Mastermind? Why should we seek out a Mastermind event? Key Takeaways: Clarity, simplify and focus Don’t fall in love with the idea Keep it simple - why do people want to buy your product or service? Are you able to deliver it? How will you tell the story? We are all dealing with many of the same problems within our organizations. Problems related to people, process, technology, connections, culture and change. Engaging in conversations and having those conversations help you to gain a new perspective on how others are addressing those same challenges. Masterminds are another way to open your eyes to another point of view and to help point out blindspots.  It’s good to have someone who isn’t invested in you or your business ask the hard questions. It’s crucial to talk about what attending the event meant afterwards and then do the work.  Show Links: www.dancockerell.com Dan’s Podcast - Come Rain or Shine Catalyst Sale Link Tree Mike's tweets as he reflected & put the work into practice Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit Demystify Sales - the course  

Difference in Selling - B2B, B2C, Products, Services - Does it Matter? On this episode, Mike and Jody discuss whether or not there is or should be a difference in selling different products/services. Questions Answered: Is there a different approach to selling different things/items i.e. products vs services or B2C vs B2B? Key Takeaways: There is not a difference in the foundational items related to Sales. Sales is about connecting a problem that exists in the market with a solution that exists in the market. Think through the problem you solve in the market. Put yourself in the shoes of the person with the problem. The challenge as a Sales Professional is figuring out who has the problem, why they have the problem, what they think about the problem and what they would like to do about the problem. Once you understand the problem, you can design communication and experiences to support the customer decision-making process. The fundamentals are going to stay consistent. The actual vocabulary will shift depending on what you know about your customer, your business and the sales rep approach.  Show Links: Demystify Sales - the course catalystsale.com www.jodymaberry.com  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit  

On this episode, Mike is joined by Clint Clarkson. Clint is the Founder of eLearning Alchemy and is an author of L& D Scenes - Comics for Learning Professionals. Mike and Clint discuss the value of comics in business today as well as how to get our creativity flowing. Questions Answered: Why can we convey an interesting message in comics?  How do you do it so it doesn’t take away from the story? How does spacing impact communication? Why is it important for someone to relate, but not feel attacked? What are the negative connotations of sales? How can we initiate the creative process? Key Takeaways: Abstraction allows people to recognize it as a human experience while keeping it far enough away that they don’t feel attacked. There is often confusion around engagement and interaction. Engagement = “brains-on” activities while interaction = “hand-on” activities. Questions automatically make a person think. We can’t communicate or learn effectively if we are in fight or flight mode The moment you are trying to actively sell without adding value, people will find a way to tune you out and get rid of you. People are the heroes of their own story.  When working on being more creative, ask how what you are working on can be more human. Fun, engaging, interesting.  We are all creative in some way. Show Links: Clint on LinkedIn Clint on Twitter Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit Demystify Sales - the course Linktr.ee

A Buyer-Centric Approach to Sales Mike is joined by Tom Williams, CEO of DealPoint. They discuss sales process, common mistakes and taking a buyer-centric approach to Sales. Questions Discussed: What does trusted advisor mean? Why are we uncomfortable with the silence? What is buyer-centric selling? How can a buyer-centric approach help to reduce the risk of a stalled sales cycle? How do you build trust with customers? Key Takeaways: When we are talking “at” the customer, we are making a lot of assumptions. Ask mindfully, “what about what I said made you want to take this meeting?”  Don’t be afraid of the pause. Trust comes from your ability to show that you are in it for their success. Have a consistent set of questions for your Sales Reps to use If you truly care about the problem you solve, you can take a buyer-centric approach. Be sure to determine if their initiatives align with the problem you solve. As you solve problems with multiple customers, you start to see things that your customer cannot. Take a vested interest in others and good things tend to happen. Show Links: www.dealpoint.io Tom on LinkedIn Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit Demystify Sales - the course

On this episode, Mike and Jody discuss the importance of communication in sales and the steps we can take to improve. Questions Answered: Why do we struggle with communication? How can we practice? What can we do to ensure that what people hear is what we believe we said? When it comes to asking questions, what is your favorite approach? Key Takeaways: We can always get better Record role play sessions with members of your team and then listen to the session Ask reflective questions Ask questions to validate Get back to basics and use who, what, where, why, when and how. Don’t try to over-think the room Qualification should focus on understanding the customer story Understanding how and when to ask questions is really powerful Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit Demystify Sales - the course

Create Togetherness - Author Jeff Davis On this episode, Mike is joined by Jeff Davis. Jeff is the author of the new book, Create Togetherness. He is also an international keynote speaker. Questions Answered: Why write the book now? If we are all operating within the same environment/domain, why the disconnect between Sales and Marketing? How does vocabulary play a role in communication? How can we be more empathetic to the needs of the customer base? What is the cost of mis-alignment? What questions should we be asking within our business? What should we be thinking about from a process perspective? Key Takeaways: In B2B, data has become more valuable than oil. It is important to align the 2 data sets so we see the same version of reality. We need to agree on not only terminology, but the definition of the terminology. Find a way to partner with colleagues. The customer is looking for someone to help guide them. Be mindful of not just doing more, but understanding how we need to connect with the modern buyer. It’s amazing what happens when you bring a team together and have the team leverage the strengths in their specific area. Lead with value = persistent We need to see the full revenue funnel to understand where opportunities exist. Show Links: www.createtogethernessbook.com Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit Demystify Sales - the course  

On this episode, Mike is joined by Camille Clemons. They discuss life, work, kids, control and butchering quotes. Tune in to hear favorite quotes from both Mike and Camille.  Questions Answered: Are there quotes you like to lean on or triggers you use to help you maintain focus? How do you find the tool to help you if you don’t know what it is? Why don’t we ask questions? How do you navigate the intersection between work and home? Key Takeaways: "Work Hard, Be Nice" - Camille Subtle reminders can trigger thought If you keep it simple and the statements resonate, it’s easy to execute. Don’t be afraid to reach out to people. We tend to forget to look back at the things we did We are all our best when we own up to who we truly are. Core foundational concepts apply to our work and personal environments. Show Links: Camille on Twitter Camille on LinkedIn Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit Demystify Sales - the course  

Getting 2020 off to a Great Start 2020 is just about here (well, less than 18 hours away).  How are you prepared, what will you do differently, and how will you get the year off to a great start? Mike and Jody discuss on this episode. Questions Discussed How do we get the year off to a good start? What are you doing differently? Why do we continue to struggle with focus and execution? Key Takeaways Every day is a new day You can't change the past - you can use the information to inform approach going forward. Planning is a critical component - Sit down, plan things out using a 30., 60, 90, 180, 270, 365 day plan. Decide what you do NOT want to do, what do you want to intentionally avoid/say no to. "Excellence is the Next 5 min" - Tom Peters If the next 5 min are going to be excellent - what am I going to do? Execution - it is important to have a long term focus (knowing where we are going), and still execute on the next step that is in front of you (short term execution) Catalyst Sale Sprints 15 day sprints Focused on putting concepts discussed into practice Daily practice Sharing of information Clear calls to action Examples of what the previous day's work looks like Call to Action Let us know what you do to prioritize, maintain focus, and execute.  Send your comments to us via Twitter at https://twitter.com/catalystsale or chat directly via https://catalystsale.com/ Show Links YouTube Playlist - 25 days of Sales Tips from Christmas Movies Blog Post - https://catalystsale.com/what-do-christmas-movies-have-to-do-with-sales/ The One Thing - Book Review Thank you for listening to the Catalyst Sale Podcast - If you know someone who would find value in this episode - please share it, and let us know by tagging on us on Twitter, LinkedIN, or Facebook. This episode was brought to you by the Catalyst Sale series of Sprints.  The sprint of the month series kicks off in January with "Getting the Year off to a Great Start". You can join the interest list here. https://catalystsale.mykajabi.com/pl/131443 Thank you & Let's Get To Work.  

Continuing with the 25 days of Christmas Movies with Lessons that apply to Business, Sales, and Life - Here are episodes 21 through 25. Also, the links to the original YouTube Videos follow. if you'd like to see me in costume. Day 21 - Let Your Team Dance - Charlie Brown Christmas Day 22 - Know Your Metrics - Elf Day 23 - Island of Misfit Toys - Rudolph Day 24 - Be World Class - Elf Day 25 - Roles and Details - Die Hard This series is brought to you by the Catalyst Sale Courses & Sprints - Watch for the 2020 Sprint of the Month Club to be Announced Soon. Catalyst Sale

Continuing with the 25 days of Christmas Movies with Lessons that apply to Business, Sales, and Life - Here are episodes 16 through 20. Also, the links to the original YouTube Videos follow. if you'd like to see me in costume. Day 16 - Narrative and Storytelling - A Christmas Story Day 17 - Know Your Strengths - Elf Day 18 - Problem Solving - Christmas Vacation Day 19 - Commercialization - A Christmas Story Day 20 - Expectations - Christmas Vacation This series is brought to you by the Catalyst Sale Courses & Sprints - Watch for the 2020 Sprint of the Month Club to be Announced Soon. Survey to choose your favorite video & register to win a Catalyst Sale t-shirt Catalyst Sale